Reverse Engineering Value Propositions Workshop: strategic questioning to uncover customer needs and create value
August 25, 2023 | 12:00 p.m. to 4:00 p.m. | On campus | $395 registration fee
Hosted by the Opus College of Engineering and the College of Business Administration's Center for Professional Selling
Registration is CLOSED. Email here to be added to an email list for future offerings.
Discover how to ask the right questions to create value and understand your market.
You may know that your technical solution adds value, but do you know why a customer wants or needs that value? When approaching customers with curiosity, professionals gather the insights necessary for value creation and expand their understanding of the market in ways that will cultivate partnerships, disseminate innovation, and expand intelligence and offerings.
Join the Opus College of Engineering and the College of Business Administration's Center for Professional Selling on August 25 to learn how asking the right questions is fundamental to building strong, meaningful value that aligns directly with the biggest needs, goals, and opportunities in your market. Learn more about how to manage customer intelligence to create powerful solutions and push the envelope of what you and your organization can offer the world around you.
This workshop is designed for professionals looking to transition into or just beginning a customer-facing engineering role, but all professional learners seeking to develop their technical sales skills are welcome.
Benefits:
- Discover how to use strategic questioning to understand customer and market needs
- Build your confidence and skills in a simulated environment, under the guidance of industry experts and Marquette faculty
- Learn from and network with proven technical sales leaders
- Discover resources to continue your growth and development as a technical sales professional
Agenda:
Introductions and Topic Overview
We will dive into the world of technical selling and strategic questioning, meet our industry experts, and discuss the unique areas of interest among our participants.
Applied Examples and Role Play
Following discussion on the strategies presented, participants will watch example sales interactions and then participate in their own practice scenarios catered toward their own industries.
Learn with Experts
Groups will dive into further practice and discussion with invited industry leaders. This session includes the opportunity to learn directly from technical sales experts.
Review and discussion
Share takeaways and pain points for additional discussion and coaching as a group.
Industry Panel and Q&A
The session will conclude with open discussion with our industry experts who will share personal stories and strategies, answer industry-specific questions, and suggest areas for continued practice and development.
Frequently Asked Questions:
Who is this workshop designed for?
This workshop is designed for professionals looking to transition into or just beginning a customer-facing engineering role, but all professional learners seeking to develop their technical sales skills are welcome.
Is there any prerequisite experience?
There is no prerequisite technical or sales experience. We do hope that your career goals align to the workshop content. Please reach out here with any questions.
What is the investment in the program?
Registration costs $395 for the half-day workshop. This registration includes parking and refreshments. Participants are also encouraged to network with our industry panelists.
Where is this happening?
On Marquette's campus in Milwaukee, Wisconsin. The precise meeting location will be shared following registration. Parking will be available.
Questions? contact Matt Curran (matthew.curran@marquette.edu).
Interested in future offerings? Email us here to be added to an email list.
